Growth planning will allow you to put your limited resources where they are going to be the most useful, and open the doors for objectivity - Objectivity in reporting, decision-making, and financial health.
Before you invest in another marketing campaign or hire a new sales person, spend some time walking through your overarching plan, so you're not throwing away precious resources and time.Read More
Kicking old habits is hard to do:
I was toying with the idea of "upgrading to Basecamp 3 for quite awhile. We were already using Basecamp 2, and had a great tool stack that made us nimble and effective. But there were some issues with our delivery process that were gnawing at me.
And I felt that Basecamp 2 was where some of the bottlenecks existed... So, I made the change.
Here's a side-by-side comparison of Basecamp 2 vs Basecamp 3. See how we use it and why we think one is far superior than the other.Read More
For all of you sales leaders trying to inspire performance improvements with your teams, you have some tough love to share... Maybe it should go something like this: "I'm sorry, sunshine, I think you're fantastic, but nobody you're selling to wants to hear about you."
"It's nothing personal. You're just not that interesting to them."Read More
Looking for ways to support sales? Inbound lead generation on your mind?
It's no surprise if that's the case.... after all, you are literally in the middle of an inbound lead generation campaign at this very moment.
That's right... by reading this blog post, you have walked down the path that I laid before you. This is step 1... Steps 2 - 4 include capturing you as a lead, nurturing you, then sending you off to sales when you're packed and ready to go.
But let me break it down in more detail (including actionable steps you can start taking today).Read More
An inbound marketing agency provides turn-key solutions, but cost more - Consultants are cheaper (on paper), but they require hand-holding...
How many times have you been faced with this conundrum? You know that it's time to start feeding your sales people with inbound leads, but you're struggling with whether to hire a consultant vs an inbound marketing agency.
Both have their appeal, and in many ways, both are necessary to reaching your ultimate sales & marketing objectives. But there is only one right answer at this particular moment in time, and getting it wrong at this critical stage can lead to delayed objectives and wasted resources - two things that weigh you down every day.
Here are a list of pros and cons for each so you can choose the better option for your company.Read More
These leads are #*(&$# TERRIBLE!!!
Are you tired of hearing this from your sales people yet?
For my first 10 years in B2B sales, and there wasn't a single day that went by where I wasn't thinking or shouting, "THE LEADS! THE LEADS! God, these leads are awful!" I felt like Jack Lemon on Glengarry Glen Ross... desperate to get some kind of support that meant something.
We were pulling our sales leads from purchased lists, directories, and software that scraped the internet for basic contact information. Because of this, our calls were ice cold, and there was a diminishing return that everybody on the sales floor could see, but none of the decision-makers were willing to admit.
But it's 2019 now. We're connected. We're online. And you're realizing that there's no going back to the days before the internet... or Google.
Here are 3 critical steps for generating and closing b2b sales leads in the modern era.
Achieving scalable growth is the kind of thing most of us business owners dream of.
We want a formula... we want to be able to objectively determine our next move, and do so with confidence... it's not a difficult thing to understand.
What is difficult to understand is how to actually accomplish it. After all, most of your growth to date has been accomplished through gut instinct and hustle... which is impossible to repeat as you grow and delegate.
These 5 sales enablement best practices will get you off on the right foot for controlling positive sales outcomes:Read More
Enabling sales for success has never been easier.
As a business leader, you're no doubt always looking for ways to influence the sale, but struggling to find any meaningful ways to do so.
But that's because you're relying too heavily on gut instinct and conversation. You're not letting DATA fill in the gaps or provide the narrative that dictates your most important decisions.
These sales enablement tools and processes will change all of that. They'll put objective reasoning at the helm, and allow marketing and upper management to enable better outcomes on the ground floor.Read More
Your sales people are the life blood of your business. It's why they get paid the big bucks, and why it's so much easier for you to invest in new salespeople than new marketing programs.
But would you feel the same about marketing and investments related to marketing if they could provide sales with unquestionable value and support?Read More
These inspiring quotes about business growth have been pulled from my nearly 20 years of helping organizations reach their growth potential.
What's your favorite quote?Read More
We're all aware of the five stages of business growth (Development, start-up, growth, expansion, and exit), but how does one help their business locate the optimal time for exiting one and entering the next? What can you do as a business leader to ensure you get from one to the next?
As the leader of a growth agency and a business owner who bootstrapped my company from the ground up, I have ideas about when it makes sense to invest, where to put your $ first, so it works for you, and how to identify losers, so you can pivot without risking everything.Read More